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9.25.2017

The ‘Halo Effect’ – When Being Nice Has Benefits

I had the below conversation with my son after he had his car serviced.

“Mom, they did a great job on my car,” he told me.

I asked, “Why do you say that?”

His reply: “As I was leaving, we talked about new cars and the mechanic told me to have a safe trip home.”

I thought to myself that my son knows very little about the inner workings of cars, yet because the mechanic was nice and friendly to him, he believed that he had done a good job on his vehicle.

He is not alone in how he judges the quality of someone’s work.

A colleague recently decided to go with one software vendor over another because, as she said, “He was so friendly.” I call this phenomenon the “halo effect” of being nice.

One of my clients summed it up best when she said: The service you give people will affect their perception of the quality of your work. (The term “halo effect” was first coined in 1920 by psychologist Edward Thorndike, who concluded that your impression of someone will influence your view of his or her abilities.)

But before you jump to any conclusions, I am not saying that the quality of your work doesn’t matter. It does.

Being nice and friendly will not make up for inferior work. What it will do is encourage people to view you and your work positively. People will enjoy working with you or for you if you are nice to them. And that is an advantage in everyone’s line of work.

Here are five steps to follow so that others will react to you in a positive way:

1. Greet people. This is one of my more common tips, yet people still tell me all the time that they feel ignored by others. People believe that they greet others, but I encourage you to monitor yourself over the next couple of weeks and really make sure that you do. You need to say “Hello,” “Hi,” “Good morning,” or offer a similar greeting to people you know and to people you don’t know. The person that you say “hello” to on the way to the meeting may be the person sitting next to you during the meeting, and you will have established minor rapport already.

2. Make some small talk. You don’t need to know people’s life stories, but a little small talk can help establish a connection between people. Use “safe” topics. You can talk about the weather (front-page stories such as hurricanes generally have more appeal), traffic, common experiences, travel, sports (if everyone is interested), entertainment (movies, plays), holiday celebrations, upbeat business news, vacations, current events (cautiously), and the activity you are attending. Additional information on small talk can be found in my book, The Essentials of Business Etiquette.3. Offer to help, when you can. Why not offer to help when you can? If someone (male or female) is struggling with packages or seems overloaded with assignments, assisting that person is a nice thing to do.

4. Speak well of others. You appear gracious when you speak of other people’s accomplishments, not just your own.

5. Have an exit line. An exit line establishes the ending of the encounter and paves the way for the next meeting. Sample exit lines include, “Nice talking to you,” “Have a great weekend,” or “Have a safe trip home.”

The Essentials of Business Etiquette: How to Greet, Eat and Tweet Your Way to Success

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About Barbara

Author of 11 business etiquette and communication books, Barbara Pachter is a leader in the field, with over 20 years experience as a trainer and coach.

She has given more than 2,500 presentations throughout the world and won numerous awards, including “Best 50 Women in Business in New Jersey.” Her books have been translated into 11 languages.
Pachter is also adjunct faculty in the School of Business, Rutgers University.

She is founder of Pachter & Associates, a business etiquette and communications training company. Her clients range from Chrysler and Microsoft to Pfizer, Cisco and Campbell Soup.

For more information on Barbara and Pachter & Associates, please visit www.pachter.com or call 856.751.6141.